FOR IMMEDIATE RELEASE
April 7, 2009
EXECUTIVE CONVERSATION AND ONESOURCE ANNOUNCE
CONTINUATION OF BUYER’S-SIDE PERSPECTIVE
WEBINAR SERIES
Popular Series Led by Acclaimed Speaker, Jim Melillo
SEATTLE, WA – Responding to market demand, Executive Conversation, a global provider of
financial acumen sales training, and OneSource, the leading online information resource company
for business, today announced the continuation of their jointly sponsored “Buyer’s Side
Perspective” webinar series with acclaimed speaker, Jim Melillo.
About the Series
Led by popular speaker Jim Melillo—Executive Conversation’s chairman and co-founder, and a
25-year CFO —the fast-paced, informative style of series quickly began drawing close to 1,000
registrants per session. “So quickly attracting an audience of this size testifies our ability
to effectively address challenges sales professionals face today,” stated Eric Beckman,
Executive Vice President of Marketing and Strategy at Executive Conversation.
Packed with timely, actionable insights for sales professionals to sell to financial decision
makers and executives, each session of this complimentary webinar series runs approximately
30 minutes followed by audience Q&A.
Timely Topics, Actionable Advice
Launched in 2008 to help sales professionals sell the business value of their solutions,
the complimentary monthly sessions have covered timely topics such as:
- “Securing CapEx Funding Today: Selling Into the Slowdown”
- “Executive-level Sponsorship: An Insider’s View”
- “6 Ways to Give Your Account Plans Some Muscle”
- “Gaining RAPID Customer Insight”
Upcoming Sessions
Future topics the series will tackle include:
- “Customer ROI: The Role Smart Sellers Play.”
Sales professionals understand ROI analyses are a common part of the buyer’s
approval process, but often leave customers to work entirely on their own.
This webinar will show why this hands-off, “let the customer complete the ROI”
view is a flawed approach and offer areas where smart sellers can positively
influence their customer’s ROI analyses.
- “Opportunity Mining: The 5-Minute Guide to Income Statements.”
For customers large or small, for profit or non-profit, this non-technical webinar
will show how a customer’s income statement signals where you can help them
improve performance.
- “Driving Revenue: What Execs Really Hear When You Make This Claim.”
Learn to translate solution value into specific revenue impacts such as improving
unit sales, product mix and time to market or reducing offsets such as return rates
and defects.
How to Register
Participants can register online at
http://www.conversation.com/Resources/Buyers.aspx.
Many managers were promoted because they were outstanding sales performers, not necessarily
because they’re experienced coaches. To help managers build their own skills, each kit
includes:
- Video tutorials on when and how to use the Manager Coaching Kits
- Buyer’s Perspective Guides that show how to review and evaluate team member’s work product
- Coaching Guides that teach managers how to ask questions to encourage team members to
illustrate a thinking process, rather than simply stating an answer.
About Executive Conversation
Executive Conversation, Inc. (http://www.conversation.com) works with sales organizations to build business acumen for effectively engaging and selling to customer executives. Customers around the world choose Executive Conversation for our demonstrated ability to deliver training solutions that help them achieve their business objectives. Our framework integrates learning, via online and face-to-face executive-led instruction; application, via performance simulations, engaging with our Consulting Executives, and on-the-job application plans; and measurement, via assessments to track skills development. Tailored for sales managers, account managers, channel managers, and those selling to public-sector organizations, our solutions are conveniently available in three ways: online executive-led workshops; online self-paced Know it Now learning; and face-to-face, executive-led workshops, which have been delivered in over 60 countries and are available in seven languages. Executive Conversation is headquartered in Seattle, Washington, with regional headquarters in London and Singapore.
Contact
Eric Beckman
Executive Vice President of Marketing and Strategy
ericb@conversation.com
206.219.1447